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The Game Plan: ADTRAN Solutions Roadmap
Tim SaundersVice-President of Product Management
November 9, 2010
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Agenda
Focus Areas
ADTRAN Strategy
Cloud Services Overview
High Level Product Roadmap
Summary
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Central Office to the Enterprise Desktop
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Internetworking Product Portfolio
• IP Business Gateways (IPBGs)
• Integrated Access Devices (IADs)
• Access Routers
• Premises-based IP PBX
solutions
• Managed Ethernet Switches
Converged Access Solutions Unified Business Solutions
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Current Solutions by Customer Size
Small Business, Mid-sized Business Large Enterprise
Small Branch Office Mid-sized branch office Data Center
Router DSL routers, Multi-T1/E1 Routers Multi-DS3 Routers
Single T1/E1 routers 100M Carrier Ethernet 750M carrier Ethernet routers
IP Business 4 port IP BGs 8 – 16 port IP BGs Multi-PRI IP BGs
Gateway 24 port IP BGs
Unified 30 – 100 user systems 100 – 1000 user systems 1000 – 2000+ user systems
Communications
Switches 24 port switches 48 port switches Fiber Switches
Fast Ethernet Gigabit Ethernet 10Gig Backhaul
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ADTRAN’s Performance in the Market
#1 market share holder in IP Business Gateways
#2 market share in Branch Office routers (15%)– Main competitor is Cisco’s ISR series – 1900, 2900, 3900
In addition to small and mid-size businesses, ADTRAN networking solutions deployed by some of the largest distributed enterprises and service providers in the country
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UC Sales – Success Stories
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ADTRAN Strategy
Develop products that significantly outperform those of our competitors
Develop functionality that makes our products easy to install and maintain
Provide warranties that are much longer than those of our competitors
Continue to invest so that ADTRAN’s post-sales support continues to be rated higher than that of our competition
– ADTRAN ranked highest among all competitors in the post-sales support category in Everything Channel’s 2009 Annual Report Card for Networking Hardware
Include functions in our products’ price that cost extra from our competitors– Firmware upgrades
– Post-sales toll-free telephone support
Invest in hardware design so that where possible we can price our solutions significantly less than those of our competitors
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Enterprise Solutions - Drivers and Roadmap
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Cloud Services
Cloud Services
Ability to provide Internet-based shared resources, software and information to computers, thin clients (smart phones, iPADs) and other devices on demand. (analogous to the electricity grid)
Drivers
IT complexity and costs
Mobility
Scale
Thin Client Applications
Ubiquitous broadband connectivity
90% of Microsoft’s $9.5B/yr R&D is focused on Cloud
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Cloud Services – Security/Resiliency
Link from enterprise to cloud
provider must be secure
Corporation relinquishes
physical security of critical data
3G/4G connectivity for
survivability
Failover routing to redundant
data centers
Security, survivability,
redundancy required for CPE
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Cloud Services –Management
Connectivity, security,
survivability adds additional
management requirements
Managed services model –
enterprise service managed
from the cloud (i.e. UC)
Quality of Service for
applications and data hosted in
the cloud
Allocation of resources in the
cloud and in the network
dynamically
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Cloud Services – Broadband
Critical enabler for cloud
services
Enterprises and consumers
access greater % of service
through the network
Cloud services such as video
and Telepresence accentuate
the need
Business CPE bandwidth needs
and connectivity options will
change
Compression and caching to
increase effective speed
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Cloud Services – SaaS/IaaS
Software as a Service
– Applications hosted in the cloud:
per user billing
– Requires security, redundancy,
survivability, quality
Infrastructure as a Service
– Compute, storage on demand:
per hour, GB billed
– Used for “peaking” + backup
– Requires security, live migration
of data + apps, homogeneous
network
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Cloud Services – Hosted UC
Hosted Unified Communications
– Cloud based PBX and unified
messaging for businesses
– Typifies move to cloud –
operationally complex and
capital intensive essential
business service
– Coupled with UC centric SaaS
offerings (e.g., Exchange)
– Synergies with mobile carriers
for FMC
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Hosted UC Drivers
Reduces the operational costs associated with managing and enhancing
the communications infrastructure
Gives service providers a stickier, higher-valued and more profitable
offering to sell
Businesses are becoming more willing to utilize hosted services (i.e.
SalesForce, Concur, Mozy, ADP eTime)
Typically valued by:
– Smaller enterprises (10 – 50) employees
– Geographically dispersed enterprises
– Businesses without an IT staff
– Enterprises without sophisticated business process integration requirements
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Market Forecast: Hosted UC
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Market Forecast: Premises-based PBX
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Premises versus Hosted Market
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Unified Communications Roadmap
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Unified Communications Roadmap
• Robust, feature rich communicator client• Desktop and telephony presence
• Business Class Instant Messaging
• Interoperate with 3rd party open IM systems
• Virtualization to support Hosted UC services
• Vertical Market / Business Integration with vertical market leading providers
• Medical practice management systems
• Appointment reminder systems
• Simplified Solution Set-Up and Management
• Integration with FMC Solutions
• ACD Contact Center capability• Agent login/logout
• Real Time queue stats
• Historical Reporting
• Supervisory positions (Silent Monitoring, Barge-in, etc)
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VoIP Gateway
What is a VoIP Gateway?– An IP Business Gateway without the Router, i.e., it
converts TDM voice traffic to IP
What is it used for?– To connect an IP PBX to traditional phones lines
PSTN
NetVanta UCEnterprise Communications Server
PRI or Analog Trunks
IP Voice
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NetVanta VoIP Gateways
Density
Dig
ita
l
NetVanta 640 Gateways
An
alo
g
NetVanta 620 Gateways
1 – 8 FXO/FXS Interfaces
1 – 8 T1/PRI Interfaces
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Access Router Roadmap
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NetVanta RoutersP
erf
orm
an
ce
NetVanta 3200
NetVanta 1300
NetVanta 3430/3448
NetVanta 3450/3458
NetVanta 4400
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Router Roadmap Drivers
Increasing bandwidth needs of the enterprise– Application driven/Cloud Services
– Higher bandwidths affordable to more businesses
Need for cost-effective methods to increase network uptime– USB NIM with support for 3G and 4G backup
Evolution of router-relevant standards– IPv6 Support
Router virtualization– Multi-VRF Support for BGP, DHCP Client/Server/Relay
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Managed Ethernet Switch Roadmap
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ADTRAN Ethernet Switches
• Edge and Aggregation Switches
• Gigabit Ethernet and Fast Ethernet models
• PoE and non-PoE models
• Copper and fiber models
• All with Limited Lifetime Warranty and Next
Business Day replacement
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Ethernet Switch Roadmap Drivers
Increased bandwidth needs of the enterprise
Increase network uptime
Increase network security– VLAN Aware Port Security
Support evolution of switch-relevant standards– IPv6 support
Desire to reduce the costs of managing a remote network– Virtual chassis protocol support
– IGMP Snooping in layer 3 switches
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IP Business Gateway Roadmap
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IP Business Gateway Roadmap Drivers
Increased bandwidth and simultaneous call support needs of the enterprise
Adoption of SIP Trunking converged services directly to the IP PBX– Enterprise SIP Gateway
Adoption of Hosted UC Services– Purpose-built IP Business Gateways for the smaller office
Support evolution of router-relevant standards– IPv6 support
Desire to reduce the costs of managing a remote network– Simplified Solution Set-up and Management
– TR-069 support
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Conclusions
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Summary
ADTRAN provides internetworking solutions for the enterprise
ADTRAN’s strategy is to design for:– Outstanding product performance
– Ease of use, and
– Lowest overall TCO
while providing brilliant support beyond our customers’ expectations
Executing to this strategy has allowed ADTRAN to win significant business throughout the internetworking space
ADTRAN’s is on top of the macro market forces that will drive our solutions’ requirements
This awareness coupled with our culture of continuous consulting with our customers will make for a winning ADTRAN solution for years to come
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Question and Answers